Account Executive, Istari
$130-170k
OTE
+ Company Stock Options
Digital twin technology
Be an early applicant
Digital twin technology
1-20 employees
Be an early applicant
$130-170k
OTE
+ Company Stock Options
1-20 employees
Company mission
To make digital engineering ecosystems a reality where all technologies are created digitally, free from real-world costs, schedules, and environmental impacts.
Role
Who you are
- We seek an Account Executive with aerospace and defense industry interest/experience and a proven ability to operate in a dynamic, fast-growing startup environment
- Success in this role will require deep technical expertise or a strong willingness to learn about SaaS infrastructure solutions and their impact on operational efficiency
- The ideal candidate is entrepreneurial, adaptable, and comfortable navigating ambiguous environments. Additionally, the candidate will be comfortable collaborating across internal teams, have a bias for action, and capable of leading SaaS infrastructure sales to large, multi-stakeholder organizations
- Education: Bachelor’s degree in Business, Marketing, Engineering, or related field
- Experience:2-3+ years in enterprise sales/sales engineering and/or 4+ years prior military experience. Experience in aerospace, defense, or public sector industries is highly desirable. Proven ability to work on a team in a fast-growing startup environment. Demonstrated interested in leveraging technology to improve operations. Demonstrated proficiency in verbal and written communication regarding highly technical topics
- Technical Expertise or Willingness to Learn:
- Ability to quickly grasp SaaS infrastructure concepts or a demonstrated interest in acquiring that knowledge
- Enterprise Sales Expertise: Strong experience with B2E (Business-to-Enterprise) engagements, managing complex, multi-stakeholder sales cycles
- Government Procurement Knowledge: Familiarity with public sector procurement processes, including RFPs, bids, and contract negotiations
- Leadership & Team-Building Skills: Proven ability to develop and lead high-performing teams, creating scalable sales processes
- Technology Proficiency: Hands-on experience with CRM tools (e.g., Salesforce) and familiarity with SaaS infrastructure or willingness to learn
- Exceptional Communication & Negotiation Skills: Ability to engage and influence senior-level decision-makers
- Travel Requirements: Willingness to travel as needed to meet clients, attend conferences, and engage with internal teams
What the job involves
- While we are a distributed team with most team-members working remotely, we place an emphasis on staying connected and collaborative, prioritizing in-person opportunities to build trust as a team
- At Istari Digital, we are a fast-growing software technology company delivering SaaS infrastructure solutions designed to power mission-critical aerospace, defense, logistics, and security operations
- Our focus is on B2E (Business-to-Enterprise) engagements, collaborating with large enterprises and public sector organizations to modernize and scale their operational capabilities with innovative, cloud-based technologies
- The Account Executive will drive revenue growth by building and maintaining strong customer relationships in the aerospace and defense industries, showcasing the value of our SaaS infrastructure solutions, and closing high-impact, complex sales deals
- This individual will be key contributor to our high-performing sales team and comfortable navigating complex enterprise engagements in a high-growth startup environment
- Prospecting and Lead Generation: Identify and cultivate new business opportunities through research, networking, and targeted outreach
- Customer and Relationship Management: Build and maintain strong, long-term relationships with clients to foster trust and ensure customer satisfaction
- Solution Selling: Understand customer needs and effectively communicate the value and benefits of SaaS infrastructure solutions
- Sales Pipeline Management: Develop and manage a robust sales pipeline, tracking progress and forecasting future sales opportunities
- Contract Negotiation: Negotiate and close complex sales contracts and agreements to meet or exceed revenue targets
- Collaborative Selling: Partner with product, engineering, and customer success teams to align SaaS solutions with evolving customer and industry needs
- Market Adaptation & Competitive Analysis: Monitor SaaS infrastructure and defense technology trends to adjust strategies and maintain a competitive edge
- Sales Reporting: Prepare regular reports on sales activities, pipeline status, and forecasts for senior management review
- Customer Feedback: Gather and relay customer feedback to influence product development and improve service offerings
- Training and Development: Continuously develop product knowledge and sales skills to stay competitive in the evolving SaaS landscape
- Industry Expertise: Leverage existing knowledge or quickly develop expertise in the aerospace and defense sectors, tailoring SaaS infrastructure solutions to meet mission-critical needs
Our take
Digital twins – virtual representations of objects or systems that span their whole lifecycles, and are updated from real-time data – allow for simulations and performance reviews of physical objects to be run effectively in the digital world. This reduces the cost, environmental impact, and waste associated with testing projects in the real world.
Istari is a company “building the engineering metaverse”, with its advanced but simple-to-implement digital twin technology. Currently in development, with an open waiting list for early access, its platform will enable teams to design, test, and learn faster – coming to informed decisions much quicker than with physical test environments.
Emerging from stealth in early 2023, with impressive funding to boot, it can be assumed that the company is focussed on pushing forward with product development. Its ultimate aim is to revolutionize the field of digital engineering, to a point where all technology is created, tested, and even certified through modelling and simulation.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (1 round)
Feb 2023
$13m
SEED
Total funding: $13m
Company benefits
- Medical insurance
- Dental and Vision coverage
- 401(k)
- Flexible paid time off
- All positions are eligible for remote work
- 11 paid holidays
- Generous technology stipend for optimizing your home office
Company values
- Purposeful Autonomy: We self-motivate and self-organize. Our autonomy is measured, goal-oriented, and results-driven. Our flat structure and lack of meeting clutter empower individuals and teams to be proactive.
- Radical Transparency: We believe in honest-but-kind communication, transparency, and open-door policies. We love learning about challenges and tackling them early, not hearing good or bad news late.
- Continual Curiosity: We love learning to do things ourselves. When we make breakthroughs, we write them down. We ask, read, share, teach – even watch YouTube videos – to learn new skills to solve problems.
Company HQ
East Cambridge, Cambridge, MA
Leadership
Will Roper
(CEO)Member of the Defense Innovation Board. Distinguished Professor of the Practice at the Georgia Institute of Technology. Advisor and Board Member at a number of companies.
Christopher Benson
(CTO)Senior Systems Engineer with the US Air Force. Previously founded ELLO, AFWERX, StartLabs, and Ring Theory.
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